Martin Meyer and Gary George discuss the benefits of suppliers joining the Ariba Network. Some key points: 1. Bechtle, a large IT company, has been a customer on Ariba Network since 2001 and now has over 120 customer relations and facilitates over $100 million in spend annually through the network. 2. HH Global, an outsourced procurement company, has grown from 1 client on Ariba Network in 2008 to 14 clients in 2018, facilitating increased revenue and customer relationships as more transition to automated procurement. 3. Joining Ariba Network provides suppliers benefits like low transaction fees, multi-organization accounts, and access to a growing buyer network, while enabling efficient, automated

1. PUBLIC
Martin Meyer, Bechtle
Gary George, HH Global
June 12, 2017
How to Talk to Your Suppliers About
the Value of Joining Ariba Network

2. SAP Ariba & Bechtle
A strong partnership for IT procurement
Prague |June 2017 | Martin Meyer

3. |
Martin Meyer – Bechtle AG.
SAP Ariba Live 3
Head of e-Procurement.
Member of the supervisory board.
Joined Bechtle in 1992.
Cofounded Bechtle’s business segment “IT e-Commerce” in 1993.
Cofounded Bechtle’s customer-specific IT procurement portals (bios®) in 1998.
Areas of responsibility:
Strategical development of all bios® procurement portals.
Management of B2B Integration projects.
e-Procurement trainings for employees.
June 2017

4. |
Bechtle AG.
SAP Ariba Live 4
Bechtle Opens the Door to the Future.
The Bechtle Group has 70 system houses in Germany,
Austria and Switzerland and is one of Europe's leading IT
e-commerce providers with trading companies in 14
countries.
Founded in 1983, the company currently employs over
7,700 people.
Bechtle is a manufacturer-independent company that
provides one-stop shopping for all the IT infrastructure and
operation needs of its more than 73,000 industrial, public
sector and financial market customers.
Bechtle has been quoted on the stock exchange since 2000
and is listed in the TecDAX technology index since 2004.
In 2016, the company generated a revenue of approximate
3.1 billion euros.
June 2017

5. |
Past to present.
June 2017 SAP Ariba Live 5
1995
• Launch of the first
Bechtle
E-Commerce
Shop
1998
• Launch of our
procurement
platform „bios®“
• First SAP certified
supplier for OCI in
Germany
2001
• First Account on
Ariba Network
2016
• MultiOrg Structure
• > 38 accounts
• > 120 customer
relations on Ariba
Network
• > 130K orders
• > 80K invoices
• > 100m EUR client
spend

6. |
Benefits for Bechtle as a Supplier.
Ease of use / set up / fees
Scalable, fast and seamless integration for both sides of the business
Fair, value-based fee model, scaling with business
MultiOrg setup for further reduction of annual fees
Non technical / financial benefits
Short track to valuable and qualified new tenders / customers / opportunities
Streamlined, cost-effective internal processes
Full transparency on the whole lifecycle of transactions
Trusted Partnership
Case studies, success stories
Early access to new SAP Ariba programs (e.g. Spot Buy, Global Reference)
June 2017 SAP Ariba Live 7

7. |
Any questions?
Learn more at
bechtle.com
June 2017 SAP Ariba Live 8

8. © 2017 HH Global Ltd. Proprietary & Confidential 9
How to talk to suppliers about
joining the Ariba Network
HH Global’s growth with the Ariba Network

9. © 2017 HH Global Ltd. Proprietary & Confidential 10
Gary George
Global Head of Technical Services
As the global head of a technical services and service delivery
team, my team designs, builds and supports internal and external
client technical implementations. We aim to deliver flawless
technological execution leading to an increase in internal
revenues for the delivered services. I’m always striving to
automate the business process to ensure maximum efficiencies
and delivering on clients’ business requirements effectively and
efficiently.
I’m a highly driven person who is results oriented and committed
to team building, with a strong capability of adapting to the ever-
changing industry around myself, keeping team members
confident and motivated whilst remaining technologically savvy.

10. © 2017 HH Global Ltd. Proprietary & Confidential 11
About HH Global
HH Global delivers outsourced procurement programmes within print, secondary
packaging and creative production services, across 34 countries globally
And growing organically
Independent
Employees and growing
800
Quality, sustainability, security
ISO, and Six Sigma
Delivery excellence
Portfolio of leading brands:
Google, Bayer, HP, HSBC
Client focused
Global end-to-end platform
Technology
Spend under management
$500M+

11. © 2017 HH Global Ltd. Proprietary & Confidential 12
Our global footprint
Americas
46%
EMEA
35%
APAC
19%
Percentage of global revenue
Canada Toronto • Calgary
USA Bedford, NH • Bridgewater, NJ Cambridge, MA •
Chicago, IL • Denver, CO Fairfield, CT • Horsham, PA •
Kansas City, MO Mooresville, NC • Mountain View, CA
New York, NY • Parsippany, NJ • Santa Clara, CA Seattle,
WA • Titusville, NJ • Whippany, NJ
Argentina Buenos Aires
Brazil São Paulo
Chile Santiago
Columbia Bogota
Ecuador Quito
Mexico Mexico City
Peru Lima
Honduras Tegucigalpa
Guatemala Guatemala City
Costa Rica San Jose
EI Salvador San Salvador
UK Leatherhead • Wakefield
Ireland Dublin*
Germany Munich • Dusseldorf
France Paris
Netherlands Amsterdam
Spain Barcelona
Belgium Brussels
Italy Bergamo
Poland Warsaw
Turkey Istanbul
Russia Moscow
Sweden Stockholm*
South Africa Johannesburg
India Mumbai • Chennai • Gujarat • Delhi
Hong Kong Hong Kong
China Beijing • Guangzhou • Shanghai
Japan Tokyo
Taiwan Taipei
Australia Sydney • Melbourne
Singapore Singapore
Malaysia Kuala Lumpur
Korea Seoul
Indonesia Jakarta
New Zealand Auckland
*Locations with legal entities

12. © 2017 HH Global Ltd. Proprietary & Confidential 13
+Maximum Benefit
PRINT CREATIVE
PRODUCTION
SECONDARY
PACKAGING
Our services
Assessment-led outsourced procurement
PRINT
• Marketing collateral • Direct mail
• Point of sale • Periodicals
• Promotional merchandise
CREATIVE PRODUCTION
• Creative • Artworking
• Digital • Visual merchandising
• Transcreation
SECONDARY PACKAGING
• Shelf-ready packaging • Labels
• Printed folding cartons • Shipping cases
• Value added packaging

13. © 2017 HH Global Ltd. Proprietary & Confidential 14
Why SAP Ariba?
6 GOOD reasons to join the network
1.
SAP Ariba’s
support
2.
World class
documentation
3.
SAP Ariba
Discovery
4.
Low ~
transaction fees
With a spending cap
5.
Multi-organisation
accounts
6.
Growing buyer
network

14. © 2017 HH Global Ltd. Proprietary & Confidential 15
Transition to automated processes
We have noticed a trend towards
electronic processing, so we’re
embracing this change and
ensuring that we’re prepared for our
client’s to transition to it.
0
10
20
30
40
50
60
70
80
90
100
2008 2011 2015 2016 2017 2018
Clients
Spend
HH Global has been on a seller’s
journey from a simple 1 client
engagement to 14 clients over the
past 9 years.
In 2018 the revenue and clients is
set to increase again as we role out
new markets.
Value beyond savings
Predicted

15. © 2017 HH Global Ltd. Proprietary & Confidential 16
Enabling the Seller to Buyer relationship
1
AGREE
Engagement with the key
team members on both
Buyer and Seller sides to
agree the process,
timelines and
stakeholders in the
process along with any
supplier business impact.
2
IMPLEMENT
Start the enablement
process, connect the
accounts, and test the
process.
Setup seller users who
require access to the
process, create
distribution groups for PO
notifications and ensure
the routing is correct.
4
STEADY STATE
Monitor and support daily
operations.
Ensure the invoicing and
payments processes are
working correctly.
3
RAMP UP
Work with the Sellers end
users ensuring that the
seller end-users are
engaged with the SAP
Ariba implementation
team.
Work through ‘then and
now’ processes to provide
comfort for both teams.
Ready, Steady, Go …

16. © 2017 HH Global Ltd. Proprietary & Confidential 17
• Clear planning communication
• Seller process understanding
• Stakeholder reporting requirements addressed
• Remember some sellers may be new to this
and need help
Buyer advice
From the sellers perspective
Avoid
Success
• Buyer project team engaged at all levels
• Buyer stakeholder training
• Documented workflows addressing every process
• Ensure you have an escalation process
• Giving deadlines that are unrealistic – it takes time!
• Not addressing the Buyer end-users requirements
• Not implementing a change management programme
• Addressing goals that do not fit with the way
your organisation operates
• Failure to listen to feedback – one size does
not fit all!

17. Thank You
© 2017 HH Global Ltd. All rights reserved worldwide. HH Global is the trading style of the HH Group of companies. HH Global, the HH Global logo and the HHub logo are
trademarks or registered trademarks of the HH Global Group of Companies. All other trademarks are presumed owned by their respective companies.
COUNTRY OR REGIONAL OFFICE ADDRESS/ES.

18. 19PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
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